SALES FORCE COACHING
This lens is focused on providing you ideas and resources to help you and your sales force achieve extraordinary results.
Whether you are a CEO, President, Sales Executive, Sales Manager or Mentor, you need to be FIERCE in your pursuit of extraordinary. While there are many things that extraordinary coaches do, Formulate, Invigorate, Elevate, Replicate, Cultivate and Eliminate are cornerstones of Sales Force Coaching.
Whether you are a CEO, President, Sales Executive, Sales Manager or Mentor, you need to be FIERCE in your pursuit of extraordinary. While there are many things that extraordinary coaches do, Formulate, Invigorate, Elevate, Replicate, Cultivate and Eliminate are cornerstones of Sales Force Coaching.
WHAT YOU CAN FIND IN THIS LENS
FORMULATE
Sales Coaches need to make certain that their salespeople formulate a successful activity plan that will produce the desired production levels.
It is surprising how many salespeople do not know the required activity (calls-appointments-presentations) that lead to a sale. Far too many rely on "hope" as their main strategy.
A credible Success Formula is the starting point for extraordinary sales coaching.
It is surprising how many salespeople do not know the required activity (calls-appointments-presentations) that lead to a sale. Far too many rely on "hope" as their main strategy.
A credible Success Formula is the starting point for extraordinary sales coaching.
INVIGORATE
All great coaches have the ability to invigorate and motivate their teams. Unfortunately, too often people associate "yelling and screaming" with motivating.
Before a Sales Leader can invigorate and motivate a salesperson, he must understand what invigorates and motivates that individual. Until that happens, true motivation cannot occur.
A must read on how to effectively invigorate your salespeople is the book, "The Dream Manager." Go to the Great Books section for more information on this great book.
Another great book is "Quiet Strength" by Tony Dungy. Go to the More Great Books section to find out more about this truly great leader.
If you want to find out how not to invigorate your salespeople, check out the Glengarry, Glen Ross speech in our YouTube Video section.
Before a Sales Leader can invigorate and motivate a salesperson, he must understand what invigorates and motivates that individual. Until that happens, true motivation cannot occur.
A must read on how to effectively invigorate your salespeople is the book, "The Dream Manager." Go to the Great Books section for more information on this great book.
Another great book is "Quiet Strength" by Tony Dungy. Go to the More Great Books section to find out more about this truly great leader.
If you want to find out how not to invigorate your salespeople, check out the Glengarry, Glen Ross speech in our YouTube Video section.
ELEVATE
A primary responsibility for Sales Coaches is to elevate the performance of their salespeople. Through effective Sales Training and Sales Development, sales coaches can dramatically improve results.
Some organizations have the necessary resources to design and implement this type of training and development. For the majority of companies that don't, it is critical to find the proper sales development company that help you accomplish your goals.
You cannot "teach" sales training by having your people read a book, but a good first step is the book, "Baseline Selling." Go to the Great Books section for more information on this great book.
Some organizations have the necessary resources to design and implement this type of training and development. For the majority of companies that don't, it is critical to find the proper sales development company that help you accomplish your goals.
You cannot "teach" sales training by having your people read a book, but a good first step is the book, "Baseline Selling." Go to the Great Books section for more information on this great book.
REPLICATE
A common theme among extraordinary team is their ability to replicate their top performers. Sales Coaches must be dazzling recruiters to continually achieve extraordinary results.
Experts say that the cost of a bad hire (for a sales position) can cost between 5 and 25 times the salesperson's annual compensation. This is why it is critical to have a proven recruiting system to attract, hire and retain sales superstars.
Experts say that the cost of a bad hire (for a sales position) can cost between 5 and 25 times the salesperson's annual compensation. This is why it is critical to have a proven recruiting system to attract, hire and retain sales superstars.
CULTIVATE
Cultivating or coaching is where great Sales Coaches excel. Helping a salesperson improve his/her performance takes much more than offering the advice, "sell more."
Sales Coaches must evaluate the salesperson current strengths, weaknesses and performance and then develop and implement a coaching strategy. That strategy is going to require huddles, sales meetings, pre-call strategies, joint calls and post call de-briefs.
Effective Sales Coaches must commit to spending considerable time to help their salespeople achieve extraordinary results.
Sales Coaches must evaluate the salesperson current strengths, weaknesses and performance and then develop and implement a coaching strategy. That strategy is going to require huddles, sales meetings, pre-call strategies, joint calls and post call de-briefs.
Effective Sales Coaches must commit to spending considerable time to help their salespeople achieve extraordinary results.
ELIMINATE
For a sales organization to become extraordinary, Sales Leaders must eliminate excuses. Excuses that they make personally and excuses made by salespeople. Everyone on the team must accept responsibility for their activity and their results.
It is easy to fall into the trap of blaming the economy, the product line, the current pricing or the competition for lack of success. Truly great sales organizations exceed goals despite all or any of these factors.
Listen carefully to what your salespeople are saying. Do you hear excuses far too often? If so, implement a "No More Excuses" policy ASAP.
It is easy to fall into the trap of blaming the economy, the product line, the current pricing or the competition for lack of success. Truly great sales organizations exceed goals despite all or any of these factors.
Listen carefully to what your salespeople are saying. Do you hear excuses far too often? If so, implement a "No More Excuses" policy ASAP.
GREAT BOOKS FOR YOU AND YOUR TEAM
MORE GREAT BOOKS
Mastering the Rockefeller Habits: What You Must Do to Increase the Value of Your Growing Firm
Amazon Price: $16.47 (as of 07/06/2009) 
Quiet Strength: The Principles, Practices, & Priorities of a Winning Life
Amazon Price: $17.81 (as of 07/06/2009)
The 4-Hour Workweek: Escape 9-5, Live Anywhere, and Join the New Rich
Amazon Price: $13.57 (as of 07/06/2009)
Bo's Lasting Lessons: The Legendary Coach Teaches the Timeless Fundamentals of Leadership
Amazon Price: $18.97 (as of 07/06/2009)
The Success Principles(TM): How to Get from Where You Are to Where You Want to Be
Amazon Price: $11.53 (as of 07/06/2009)
SOME MORE GREAT BOOKS
Turning the Future Into Revenue: What Business and Individuals Need to Know to Shape Their Futures
Amazon Price: $19.96 (as of 07/06/2009)
Little Black Book of Connections: 6.5 Assets for Networking Your Way to Rich Relationships
Amazon Price: $13.57 (as of 07/06/2009)
Topgrading for Sales: World-Class Methods to Interview, Hire, and Coach Top Sales Representatives
Amazon Price: $16.47 (as of 07/06/2009)
The Sales Bible: The Ultimate Sales Resource, New Edition
Amazon Price: $19.77 (as of 07/06/2009)
Make Winning a Habit: Five Keys to Making More Sales and Beating Your Competition
Amazon Price: $13.22 (as of 07/06/2009)
EVEN MORE GREAT BOOKS
Get Clients Now!(TM): A 28-Day Marketing Program for Professionals, Consultants, and Coaches
Amazon Price: $13.57 (as of 07/06/2009)
Don't Keep Me A Secret: Proven Tactics to Get Referrals and Introductions
Amazon Price: $12.71 (as of 07/06/2009)
SALES BLOGS
CHECK OUT THESE BLOGS
- THE SALES FORCE PLAYBOOK
- Check out my Blog!
- SALES FORCE ONE
- Helping People and Organizations think and sell Presidentially!
- SALES JAVA
- Dedicated to Extraordinary Sales Performance.
- UNDERSTANDING THE SALES FORCE
- Great thoughts and ideas from Dave Kurlan.
- SETH GODIN
- Great thoughts from the marketing guru.
GREAT RESOURCES
More resources to help you and your team grow personally and professionally.
- ANTHONY COLE TRAINING GROUP
- Learn more about our Sales Development Company.
- VERN HARNISH
- Check out the ideas and resources from the "Growth Guy."
YOUTUBE VIDEOS
Videos are great for sales training and sales meetings. Please note that a couple of these videos (Glengarry GlenRoss & Boiler Room) contain some "rough" language. Please do not watch these if this type of language offends you.
by THESALESFORCECOACH
As a Sales Force Development Expert, I coach Sales Executives, Sales Managers and Salespeople in their pursuit of extraordinary results.
My experienc... (more)
My experienc... (more)
